6Sense/Demandbase
Avishek Chakrobarty
Director Growth Marketing
Bangalore
Summary
Accomplished marketing strategist with more than a decade of professional experience with expertise in Account Based Marketing, Demand Generation, and Enterprise Sales. Boasting a diverse background across industries including Banking, HealthTech, E-commerce, and IT. Having consistently forged a path of success marked by the creation of lucrative and enduring revenue streams across North America, EU, and APAC. Enthusiastic towards cultivating high-performance teams and devising influential global account based marketing initiatives that drive revenue and leave a lasting impact.
Overview
12
12
years of professional experience
5
5
years of post-secondary education
3
3
Certifications
4
4
Languages
Work History
Director, Growth Marketing & ABM
inFeedo Tech
Bangalore
07.2023 - Current
- Responsible for transitioning demand generation function to focused ABM centric function
- Own and improve Organic channels via SEO and SEM initiatives to build thought leadership and reputation
- Mandated to deploy 1:1 account based marketing programs for top 25 key accounts
- Responsible to work with global account management team and key account stakeholders to build, own and execute robust engagement calendar for each key account.
- Track and deploy ABM interventions for Named Accounts lists for each geo to drive engagement, penetration and opportunity pipelines.
Director of Global Enterprise Marketing
Yellow.ai
Bangalore
12.2021 - 07.2023
- Built and led Global Growth Marketing and ABM function for Yellow.ai
- Managing 12 member global team covering Field Marketing, Performance Marketing, Partner Marketing, Event Marketing and Marketing Automation functions
- Built Marketing Tech Stack, Account Based Marketing Motions for both New Logos (1:Many) and Existing Account Expansions (1:1 and 1:Few) from scratch
- Work closely with Sales and Account Management leaders to drive growth and revenue
- Ownership of regional P&Ls and global marketing budgets delivering $1.5M in New Logo wins and $2.5M in NRR for FY23
- I have managed to drive industry beating funnel conversion rates at ToFu, MoFu and BoFu levels by strategic planning and collaborations with cross functional teams (25%-35% conversion rates across funnel)
- Worked with Account Management teams and key account leadership to impact 3Rs (Revenue, Relationship and Reputation) with key accounts leading to $2.5M expansion revenue in FY23 and increase in renewals/POC conversions by 35%
- Conceptualised and led execution of first flagship Customer Flagship event "Conversate" for Yellow that saw >200 customers across APAC attend event and led to $1.2M qualified opportunity for New Logos and $2.2M pipeline in expansion from existing accounts.
Sr Associate Marketing Manager
Infosys Ltd
Bangalore
11.2018 - 12.2021
- Led the Account Based Marketing function for Manufacturing, Retail, Consumer Products and Logistics verticals globally delivering >$500M qualified sales pipeline annually
- Responsible for ABM strategy and execution in Lighthouse accounts in assigned verticals towards goal of business expansion and growth in these accounts achieving $300M in expansion revenue and >75% engagement penetration across ICP in target accounts
- Was responsible for creating 1:Few motion of ABM (ABM Lite) to ensure cohort based focus on key accounts leading to a 50% increase in stakeholder engagements across these accounts.
- Was responsible for spearheading ABM program that led to global industry record breaking deal win of $5Bn with Daimler
- Special responsibility of large deal marketing programs for sales to close deal sizes >$2M.
- Specialised in running ABM programs with large accounts stakeholders to increase account level penetration of Revenue, Reputation and Relationship metrics.
Zonal Sales Manager
Urban Ladder
Bangalore
06.2017 - 11.2018
- I was tasked to build an offline B2B sales channel for Urban
- Ladder from scratch in this role
- Built a team of 6 territory sales managers operating across
- South, West and East India zones
- Built the sales operations processes and playbook from scratch
- Built a channel that scaled from 0 to INR 1.5Cr monthly booked revenue within 6 months and clocking >INR 2.5Cr within 1 year of channel set up.
Zonal Manager
Practo
Bangalore
04.2015 - 06.2017
- I was responsible for the Strategic Account Management team for
- Practo in South India
- Handled a team of 6 Key Account Managers and 18 CSMs to drive the retention and growth of Practo
- Responsible for managing a Strategic Account portfolio of key enterprise accounts
- Joined them as an Account Manager and was promoted in successive years to lead the entire function
Relationship Manager
SBI Cards
Bangalore
11.2013 - 03.2015
- Large enterprise account hunter
- End to end sales cycle owner for large deal sales in MNC and Fortune 500 segment organizations
- Owner and builder of the Account PnL with highest profitability in the organization
- Handled high-profile clients and territories with exceptional planning and strategic engagement.
Relationship Manager
ICICI Bank Ltd
Bangalore
05.2011 - 10.2013
- Led the Pre-paid and Corporate Payment Solution sales of
- ICICI
- Bank in Bangalore
- Managed a team of 4 Sales Officers and 6 Sales Executives to drive business development and account growth objectives
- Successful in making the Bangalore unit the highest grossing region in terms of solution sales
Education
MBA - Marketing
Institute of Management Technlogy
Nagpur, MH 06.2009 - 04.2011
Bachelor of Science - Microbiology
Calcutta University
Kolkata 06.2005 - 06.2008
Skills
Account Based Marketing
undefinedCertification
ABX Certified GTM Strategist - Demandbase Academy
Accomplishments
- Leading by Example Award FY23 at Yellow.ai for transforming the marketing function to enterprise and contributing 44% to annual ARR
- Won the Aware For Excellence FY21 at Infosys for winning large deals (Daimler $5Bn, Vanguard $750M and Boeing $550M) through Account Based Marketing program support.
- Value Champion Award (Result Oriented) FY17 at Urban Ladder
- Star Performer Award FY12 at ICICI Bank for delivering revenue bookings of INR 125cr
Software
Salesforce
Hubspot
Google AdWords
LinkedIn Campaign Manager
Timeline
Linked Expert Marketing
08-2023
Director, Growth Marketing & ABM
inFeedo Tech
07.2023 - Current
ABX Certified GTM Strategist - Demandbase Academy
03-2022
Director of Global Enterprise Marketing
Yellow.ai
12.2021 - 07.2023
Hubspot Certified Inbound Marketing
09-2021
Sr Associate Marketing Manager
Infosys Ltd
11.2018 - 12.2021
Zonal Sales Manager
Urban Ladder
06.2017 - 11.2018
Zonal Manager
Practo
04.2015 - 06.2017
Relationship Manager
SBI Cards
11.2013 - 03.2015
Relationship Manager
ICICI Bank Ltd
05.2011 - 10.2013
MBA - Marketing
Institute of Management Technlogy
06.2009 - 04.2011
Bachelor of Science - Microbiology
Calcutta University
06.2005 - 06.2008
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